Strategic Account Manager Aftermarket

Position Title

Strategic Account Manager Aftermarket

Sales

Vice President, Sales

As a key direct report to the Vice President Sales, the Strategic Account Manager Aftermarket will be responsible for the planning and implementing of all sales activities for Wakefield products directed through the Aftermarket channel. The responsibility extends to achieving strategy execution, volume, share, and profit targets, maximizing sales coverage efficiency, developing senior level business relationships with head offices, franchise groups and customers, and achieving targeted distribution levels on strategic initiative.

• Work with direct/indirect report sales team to develop and execute annual and quarterly sales plans by brand, category, customer, and market to include the delivery of specific volume, share, and profit objectives.
• Direct the activities within the area of responsibility to maximize the profitable share of Wakefield products.
• Maintain and increase customer penetration through high level, meaningful contact with key customers within the channel. This includes frequent personal interface with key customers, formal business reviews with customer senior management, as well as directing the activities of subordinates.
• Develop and manage all budgets for their channel to control costs while maximizing sales and profits. This includes monitoring and continually evaluating the channel’s overall effective use of all programs spending to ensure maximum return on investment. This will include direct WCI P&L influence.
• Routinely evaluate customer sales/marketing interactions and coverage including promotional support necessary and competitive activity affecting Wakefield’s performance.
• Partner with Supply Chain managers to identify the best method for distribution and replenishment of product to meet key customer requirements for both modular and promotional shipments.
• Build and maintain WCI distribution strategy for the entire Aftermarket customer base to ensure WCI maximizes sales while minimizing customer conflict.
• Coordinate efforts with the Marketing Department to identify and act upon strategic opportunities within assigned areas of responsibility, including development of specific programs and promotions.
• Coordinate with the Finance Department the development, completion, and timing of all reporting requirements such as expenses, activity, sales statistics, forecasting, and ad hoc that are required to properly manage the business.
• Communicate on a frequent basis with the VP Sales and keep them informed regarding all issues and activities affecting the business.
• Maintain close internal contacts with all line and staff functions within Sales, Marketing, Finance, Customer Care, and Supply Chain with emphasis on Business Development and efficient internal processes and decision making.
• Special projects and participation as required.

• Successful leadership abilities that foster open communication and create an engaged and committed sales team.
• Demonstrated track record of working in a fast paced and high growth environment.
• Superior communication skills with a proven ability to communicate goals and execute strategies based on corporate objectives.
• Highly adaptable to change, highly motivated, and multi-task oriented.
• Proven business acumen to identify growth opportunities, development, and implementation relating to the market, customer, and competition.
• Strong budgeting, forecasting, and financial management skills.
• Action oriented individual needing little direction or supervision.
• Strong interpersonal skills to direct the sales team and the key customer network.
• An individual with strong personal integrity who will inspire trust within the organization.
• Ability to prioritize work and be equipped with meaningful delegation skills.
• Customer focused and dedicated to exceeding the expectations of internal and external clients.
• Ability to maintain a P&L statement
• Ability to fully utilize Salesforce CRM

• Promote and encourage the development of the team while fostering a learning environment.
• Develop direct & indirect reports to build skills and competence for future roles within WCI
• Drive accountability with direct reports to ensure all admin, pricing, Salesforce, forecasting, executive reviews are completed on time in full

• University degree in Business Administration with a specialization in Sales, Marketing, or a related field is preferred
• Minimum 7-10 years in sales or marketing management.
• Experience selling consumer and commercial automotive lubricants (or related industry) in retail channels.
• Proven ability in sales/marketing management including creative and fact-based selling, merchandising, administration, and experience selling to direct and indirect buying headquarter accounts.
• Experience in selling consumer packaged goods an asset.
• Senior level P&L management preferred
• Excellent Microsoft Suite…